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No One Makes Excuses When Winning

When a sales team (or salesperson) is making quota, you don't hear excuses like: “Cold calling doesn’t work” “Prospects don’t respond to voicemails” “Gatekeepers won’t let me speak to the decision maker” “No one has any money right now. Budgets are frozen” “Our...

Doing Business or Doing Business Now

Have you ever known anyone to simply wake up one morning, grab a cup of coffee and decide, "Today I am going to go spend $50,000 on a car, boat, stock, trip or home..."? No one in their right mind makes high value purchases like these spontaneously. They spend time...

Referrals: How to Get Them and Keep Them Coming

As business owners, we love referrals from our happy customers. They typically produce the best prospects because a recommendation from a customer provides credibility and reduces doubt in the prospects mind. But do you actively seek them out or simply cross your...

3 Reasons Prospects Ignore Your Emails

In a perfect world, every email we send to a potential client would be read and responded to right away. Unfortunately, many of our prospects are too busy to even look at all the messages they receive, much less act on them. By avoiding the most common mistakes other...

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